July 18, 2022

How to sell your price increase into clients

July 18, 2022

July is the traditional time to raise prices as we enter the new financial year Down Under.

This year it has never been so important, as costs go spiralling upwards for salaries, mortgage payments, insurance, energy etc

Alistair Marshall

June 5, 2022

How BD Coaching can assist with Staff Retention with Simon Tupman

Alistair Marshall

June 5, 2022

Finding/Recruiting/Maintaining staff is the number one challenge facing law firms. Attracting and retaining new profitable client work is the second largest challenge. How are the two related?

Alistair Marshall

March 18, 2022

Strategy & Management, Professional Services, Business Development, Marketing

Key Account Management - 10 things you must consider for success

Alistair Marshall

March 18, 2022

Strategy & Management, Professional Services, Business Development, Marketing

Diagnosis comes before strategy and strategy comes before tactics.

You are going to need a plan and remember what got you to this point, will not necessarily be sufficient to where you need to get to.

Alistair Marshall

March 16, 2022

Marketing, Business Development

Before you make excuses......

Alistair Marshall

March 16, 2022

Marketing, Business Development

I think we can agree that the economy is unstable. While some firms are flourishing, others are suffering.

Likewise some professionals are exceeding their goals and others, I would say up to 50%, are moaning about their poor or static results and blaming the economy, covid, staff retention etc

Alistair Marshall

February 23, 2022

Business Development, Professional Services, Strategy & Management

Business Plans: A Guide for Busy Professionals

Alistair Marshall

February 23, 2022

Business Development, Professional Services, Strategy & Management

Business plans for lawyers.

I’m teaming up with Sue-Ella Prodonovich of Prodonovich Advisory and Paul Evans of Toro Digital to share our combined industry expertise to build a more profitable (and enjoyable) practice.

Alistair Marshall

January 17, 2022

Business Development

How to execute on your Firm's New Year resolution

Alistair Marshall

January 17, 2022

Business Development

Here are my top seven ideas that you can initiate immediately to bring in work and deliver on your firm’s resolution.

Alistair Marshall

December 9, 2021

Business Development, Strategy & Management

5 Business Development Tools that should be on your Christmas list

Alistair Marshall

December 9, 2021

Business Development, Strategy & Management

Time to give yourself some festive presents to help you win more profitable new work next year.

Alistair Marshall

October 17, 2021

Marketing

What everyone needs to know about the LinkedIn Algorithm

Alistair Marshall

October 17, 2021

Marketing

Top ideas to increase engagement on the LinkedIn platform

Alistair Marshall

September 14, 2021

Marketing, Business Development

How to ask for Referrals without sounding desperate or salesy.

Alistair Marshall

September 14, 2021

Marketing, Business Development

Referrals remain the best route to market for professional services firms. You know it. So why don’t you ask for more?

Alistair Marshall

August 17, 2021

Business Development, Marketing

How to convert more Zoom meetings into Billable work.

Alistair Marshall

August 17, 2021

Business Development, Marketing

Too many people struggle to convert virtual meetings with both prospective clients and referrers into billable work. These tips will help you and your team to turn more opportunities into profitable new client instructions.

Alistair Marshall

July 16, 2021

Strategy & Management

Evaluation of the Leadership Group

Alistair Marshall

July 16, 2021

Strategy & Management

Many firm are over managed yet under led. Time to evaluate your leadership group.

Alistair Marshall

June 8, 2021

Marketing, Business Development, Strategy & Management

What Professional Services Firms can take away from the Restaurant Business

Alistair Marshall

June 8, 2021

Marketing, Business Development, Strategy & Management

Client experience is a real differentiator and driver of referrals for professional services firms. Learn from the best in the restaurant business.

Alistair Marshall

May 13, 2021

Marketing, Business Development

Clients don't buy services. They buy results.

Alistair Marshall

May 13, 2021

Marketing, Business Development

Clients don’t buy services, they buy results. Don’t make it difficult for them to work out what they are.

Alistair Marshall

April 27, 2021

Marketing, Strategy & Management

If you want to be the Best in Class.....

Alistair Marshall

April 27, 2021

Marketing, Strategy & Management

If you want to be best in class you need to be on top of these basic client service factors.

Alistair Marshall

March 22, 2021

Business Development, Strategy & Management

Questions you MUST ask yourself before any Client Meeting.

Alistair Marshall

March 22, 2021

Business Development, Strategy & Management

Ensure you maximise face time with clients to drive revenues.

Alistair Marshall

February 23, 2021

Marketing, Business Development

Top 20 Business Development Issues in Professional Services Firms

Alistair Marshall

February 23, 2021

Marketing, Business Development

Here are the Top 20 Business Development issues regularly faced by Professional Firms. If you experience more than half, you may need to get some help to move forward.

Alistair Marshall

February 18, 2021

20 Business Development Ideas for Lawyers. In person CPD Sessions.

Alistair Marshall

February 18, 2021

Come and join legal industry experts Alistair Marshall and Sue Ella Prodonovich present the top 20 Business Development ideas for lawyers at these in person CPD sessions.

Alistair Marshall

January 31, 2021

Business Development

We do lots of BD activity yet get few wins. What are we doing wrong?

Alistair Marshall

January 31, 2021

Business Development

Why are you not attracting the results you hoped for from your business development efforts? Check this list to ensure you are not making any of these common errors.

Alistair Marshall

January 18, 2021

Marketing, Strategy & Management

Top 5 Business Development Profit Drivers for Professional Services Firms

Alistair Marshall

January 18, 2021

Marketing, Strategy & Management

Top 5 Tips to drive profit growth post pandemic.

Alistair Marshall

December 8, 2020

Strategy & Management, Marketing

How you can afford to take Friday off by avoiding discounting.

Alistair Marshall

December 8, 2020

Strategy & Management, Marketing

Why discounting may lead you to have to work weekends rather than take Friday off.

ARE YOU LEAVING MONEY ON THE TABLE?